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NORMAN K.

KLIEMAN
BUFFALO GROVE, IL 60089 (847) 305-0695

PROFILE
Highly skilled in assessing client needs and developing sales strategies to target and penetrate competitive markets. Effective multidisciplinaryBusiness Development Manager. Articulate communicator, self-motivated team player with a strong goals-oriented work style. High revenue producer, exceeding sales goals. Outstanding cold calling skills.

EXPERIENCE
Account Executive: IHS GlobalSpec, Denver, CO January 2013 to present

IHS GlobalSpec is the leading provider of online marketing programs for companies interested in reaching the engineering, industrial and manufacturing communities. This audience relies on IHS GlobalSpec to search for and locate products and services; learn about suppliers; and access comprehensive technical content. Responsible for generating increased revenue on 20 named accounts and new business revenue for 75 selected targeted accounts. Key clients include, Honeywell, Emerson, Gates Corporation and W.W. Grainger. Visit clients and perform sales and product presentations to close business. Call on high level decision makers and negotiate contracts and service agreements. Review quarterly progress of client’s contract and ensure goals are achieved. Strong customer service and consultative sales skills .

Digital Sales Manager: Putman Media, Itasca, IL

May 2008 to January 2013

National business-to-business technology publishing company: specializing in manufacturing market. Responsiblefor digital salesand managed a team of Account Managers. Strongaccount management: research and new business development skills; and cold calling. Team success builder, working with internal marketing department, IT and senior management. Travel and call on senior management decision makers at large manufacturing companies. Attend client meetings;provideconsultative support and closing the opportunity. Key clients include, Motorola,IBM, GE, and Goodyear. 125% over target revenue.

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Director of New Digital Products: Vance Publishing Corp., Lincolnshire, IL July 2006 - March 2008 Business-to-business information and communication services. Formerly with Vance Publishing – Décor Division 1994-1998 Responsible for digital product development and sales on three- newsponsorship programs. Product Demonstrations to large and medium size prospects. Coordinate digital product offerings and deliveries with project managers, creative services and advertising agencies. Develop new business; present pricing proposals; and negotiate contracts with national clients and advertising agencies. Enterprise Account Manager: Productivity Point International – Chicago, IL National IT Training Company and Outsourcing Services. Called on large IT and HR Departments; selling instruction-led, e-learning and customized training classes. Responsible for named key accounts including: Discover Financial Services, Abbott Labs, Takeda Pharmaceuticals, Baxter, Walgreens, and S.C. Johnson Sold e-learning products and custom multi-media training programs. 125% over targeted revenue goal. September 2001 – May 2005 June 2005- June 2006

Senior Account Manager: IT-Dynamics, Inc., Englewood, CO

Customizedconsulting and training services for large IT Departments. Expertise in Internet Development Including: XML, Web Services, JAVA and .NET, MicrosoftNetworking, Operating Systems and Network Security.. Sold IT Training and Consulting Services both US and Internationally 125% over targeted revenue: four years Increased revenue by developing strong niche in custom onsite-developed training classes. Corporate clients included: Lucent Technologies, Avaya, Hewlett Packard, Qwest, IBM Global and Federal government both Defense and Civilian Agencies. Worldwide multi-year contract with Hewlett-Packard. National multi-year contract with United States Geological Survey (USGS). Ownership of a GSA IT Services Schedule Contract as a prime IT contractor. Strong RFP skills. Senior Account Executive: ARIS Corporation, Denver, CO June 1999- August 2000

International consulting and software training company specializing in Microsoft, Oracle, and Cisco Products. Sold private, customized onsite classes to large IT departments at Fortune 1000 and 500 Inc. and Government. Key accounts included Lucent,Avaya, Hewlett Packard, UPS, JD Edwards, and US Air Force. Developed new customized Cisco Router training program for Avaya. 125% over targeted revenue quota.

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Senior Corporate Account Executive: SoftChoice Corporation, Denver, CO

April 1998- May 1999

National Large Account Reseller of more than 30,000 software titles to the corporate market. Call on Fortune 500 and 1000 companies, IT Director and C-Level. Microsoft Sales Certification on networking products. Establish new territory and grew sales from zero to $850,000. Strong working relationship with Microsoft as a preferred go-to Account Manager. Winner of multiple sales awards from Microsoft and SoftChoice. Use consultative sales strategies to assess customer needs and explain benefits of purchase. Develop and present pricing proposals and negotiated sales contracts. 130% over revenue goal.

EDUCATION, TRAINING & INTERESTS
Master of Science: Advertising: Bachelor of Arts: Journalism with Honors Supplemental Sales Training: Computer Skills: Interests: UNIVERSITY OF ILLINOIS, Champaign, IL 1982 UNIVERSITY OF IOWA, Iowa City, IA 1979 Communispond Sales Training, SPIN Training Microsoft Office,SalesForce.com, SalesLogix FCC Engineering amateur radio license, tennis and golf

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